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In our first installment of this thought leadership series found here, we overviewed the changing selling environment within the professional services market and the key challenges faced by firms within a business development framework that included the following elements: Account Selection – How the organization determines which clients they will focus their efforts on; how they will segment these client (serving them differently by segment); and how they will deploy their resources accordingly. Account Management – Developing long-term, increasingly profitable relationships with the firm’s current accounts and effectively penetrating prospect accounts Opportunity Assessment – Effectively determining the best opportunities to pursue and deploying the optimum resources in these pursuits Opportunity Management – Mobilizing an organization’s best selling resources to ensure success in the opportunities that you choose to pursue Closing and Contracting the business – Ensuring that the business is closed but also, that it is business that can be profitably delivered for both your firm and the client. Continue reading →